The Main Benefit of Using the FAB Sequence During a Sales

question 21

Multiple Choice

The main benefit of using the FAB Sequence during a sales presentation is to help the salesperson remember to:

• A) engage in two-way communication.
• B) gather approval from the prospect.
• C) perform trial closes throughout the presentation.
• D) determine the underlying needs of the prospect.
• E) discuss a product's benefits in a conversational manner.

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Definitions:

Loyalty Segmentation

The process of dividing a customer base into groups based on their loyalty and purchasing behavior to tailor marketing strategies more effectively.

Marketing Mix

The combination of factors that can be controlled by a company to influence consumers to purchase its products, often summarized as product, price, place, and promotion.

Targeting

involves selecting specific segments of a market as the focus of a marketing campaign or strategy, to more effectively reach potential customers.

Demographic Segmentation

The process of dividing a market into segments based on demographic factors such as age, gender, income, education, and family size.